Channel Development Manager
Arista Networks
Company Description
Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. Arista is a well-established and profitable company with over $5 billion in revenue. Arista’s award-winning platforms, ranging in Ethernet speeds up to 800G bits per second, redefine scalability, agility, and resilience. Arista is a founding member of the Ultra Ethernet consortium. We have shipped over 20 million cloud networking ports worldwide with CloudVision and EOS, an advanced network operating system. Arista is committed to open standards, and its products are available worldwide directly and through partners.
At Arista, we value the diversity of thought and perspectives each employee brings. We believe fostering an inclusive environment where individuals from various backgrounds and experiences feel welcome is essential for driving creativity and innovation.
Our commitment to excellence has earned us several prestigious awards, such as the Great Place to Work Survey for Best Engineering Team and Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest quality and performance standards in everything we do.
Job Description
Who You'll Work With
As part of the Arista Sales team, you are the face of Arista to our customers & partners ; their internal champion for the problems they need to solve. As their champion you will align Arista’s technical resources to achieve the desired business outcome. You will partner with some of the most skilled Customer Engineers in the industry in addition to our Professional Services and Executive teams to help them understand how to execute on your customer/partner’s behalf. Our sales teams have a culture of team success, where you’ll collaborate and be supported by like minded sales professionals. This role will report to the VP of Sales - India & SAARC.
What You'll Do
As a Channel Development Manager (CDM) for India & SAARC region, your primary responsibility will be to drive partner-initiated revenue growth with the help of our most strategic channel partners, eco-system partners & Big-4 consulting organisations in the region. Utilise your exceptional presentation and relationship-building skills to convey Arista’s value proposition to a diverse group of sales and technical staff while conducting on-going sales enablement.
You’ll be an integral member of the regional sales team, ensuring that we maximize field collaboration with our "go to" partners. Leading candidates will possess strong leadership skills, critical-thinking mentality, a commanding executive presence, and an entrepreneurial spirit.
Your activities will center on building solid rapport with our partners in the region to achieve measurable results in brand awareness across the channel, increased revenue and expanded share in DC, campus & Network Security market. Your success in this role will span the creation and execution of extraordinary business plans with each focus partner. You’ll be measured primarily on the joint business outcome with your regional partners while demonstrating your ability to work across all levels within the partner organization.
At Arista, we’re committed to facilitate a disruptive shift in the way organizations design, deploy and operate their enterprise network…whether private, public, cloud-native or multi-cloud. This is no simple undertaking and the reason why we’re seeking energetic achievers who are as committed to shaping the future of client-to-cloud networking as we are.
The channel organization at ARISTA is a strategic pillar for our continued growth and leadership position in Software Driven Cloud Networking and a critical component to accomplishing our mission. Channel development is an extension of our regional sales teams, with a laser-focused objective of empowering our esteemed channel partners to successfully identify opportunities in which we will collaborate to position ARISTA’s acclaimed products and services. This team is tasked with taking our industry-recognized achievements in Data Center into the Campus/Edge.
If you’re looking for a unique opportunity to be part of a fun and spirited team, putting your fingerprint on building a world-class channel, thriving in an exciting fast-moving market and making a difference with all your hard work…ARISTA could be a perfect match!
Responsibilities included but not limited to the following;
- Develop and leverage executive partner relationships and continuously increase Arista mindshare across the organization
- Generate enthusiasm/drive among partner sales and engineering teams to sell Arista products and services
- Systematic cadence with ELITE, and ELITEPLUS partners to sharpen prospecting skills related to use cases where Arista excels
- Management/Oversight of Arista partners in region with whom you will conduct on-going business planning
- Active participation and contributing to the sales process with partners
- Business plans will be completed for each focus partner, reviewed/updated quarterly with KPIs
- Acute accountability for jointly-developed goals
- Weekly review of partner-initiated opportunities.
- Manage and enforce program level compliance with up-leveled partners
- Build, administer, manage and/or deliver accreditation training for partner sales and technical staff
- Develop and drive incentive programs (SPIFs) to scale pipeline build and accelerate closing business
- Oversight of MDF including funding allocation, resourcing and logistics to drive success in all partner-related demand generation activities
- Ensure that partner portal is equipped with the right assets to ensure partners are effective in communicating ARISTA’s value proposition.
- Recruit/Enlist/Enable new partners
- Develop and build strong relationships with Big-4 & other consulting partners in the region
Qualifications
- BS/BSC/BCom/BE/BTech/MS/MTech/MBA Degree or equivalent in addition to previous background in sales or business development
- 12+ years of dynamic channel management experience within the network industry
- Sales experience a plus
- Strong business acumen and excellent interpersonal and facilitation skills
- Desire to be part of and contribute to building a world-class channel program
- Tenacious and assertive ‘hunter’ mentality…just get it done!
- Ability to pivot between having a business value conversation with sales executives and a technical discussion with SEs and SAs
- Must be available for impromptu partner meetings across region…open to 40%+ travel (local and regional)
Additional Information
Arista stands out as an engineering-centric company. Our leadership, including founders and engineering managers, are all engineers who understand sound software engineering principles and the importance of doing things right.
We hire globally into our diverse team. At Arista, engineers have complete ownership of their projects. Our management structure is flat and streamlined, and software engineering is led by those who understand it best. We prioritize the development and utilization of test automation tools.
Our engineers have access to every part of the company, providing opportunities to work across various domains. Arista is headquartered in Santa Clara, California, with development offices in Australia, Canada, India, Ireland, and the US. We consider all our R&D centers equal in stature.
Join us to shape the future of networking and be part of a culture that values invention, quality, respect, and fun.